Associate Director, K-12 (Candidates Must Reside IN INDIANA)

About this role

Associate Director, K-12 (Candidate Must Reside in INDIANA)

College Board – State & District Partnerships
Location: This is a remote role. Candidates for this role must reside in INDIANA. All CB employees are required to occasionally travel to meet in person for business purposes.
Role Type: This is a full time position

About the Team
The Midwest Regional K-12 team at College Board is a high-performing, mission-driven consultative sales team focused on expanding access to College Board programs and services. We combine sales expertise with a deep commitment to creating opportunities for students, partnering with educators, district leaders, and state officials to drive adoption of solutions that improve student outcomes.

As part of the State & District Partnerships division, we are responsible for growing the reach and impact of College Board programs, including the SAT Suite of Assessments, Advanced Placement, and BigFuture. We take a strategic, data-informed approach to managing territories, building pipelines, and advancing opportunities from initial engagement through long-term partnership.

Our work is relationship-driven and results-oriented, with a clear focus on driving adoption and meeting ambitious growth goals across our territories. We engage in consultative sales cycles, align solutions to partner priorities, and support successful implementation to ensure sustained impact. Team members are accountable for meeting goals, continuously strengthening their sales practice, and contributing to a culture of collaboration, learning, and shared success.

About the Opportunity
As an Associate Director of K–12, you are responsible for driving growth and achieving sales goals for College Board programs and services within an assigned territory. You execute against established state and regional strategies, owning a portfolio of accounts and a pipeline of opportunities that expand access to College Board programs. Within the state and regional strategy, you own the account plans and pipeline for your territory and are accountable for the outcomes

You are accountable for driving growth and achieving sales goals for College Board programs and services within an assigned territory in Indiana and North Dakota. You lead the execution of district strategy and develop/drive the district level sales by proactively identifying opportunities, advancing conversations, and closing agreements that expand access to College Board programs, owning your pipeline from prospecting through close, and consistently advancing opportunities to drive adoption. You independently manage sales cycles and partner relationships, while collaborating with senior leaders on more complex or large-scale opportunities. Through consultative selling, strategic account management, and disciplined follow-through, you move partners from interest to commitment.

In this role, you will:

Strategic Account Planning and Sales Execution (50%)

• Consistently build and maintain account management plans and business review with each assigned account to strengthen current program adoption and drive growth in new areas

• Build and maintain account plans and business reviews for each assigned account, grounded in a deep understanding of state and district needs and using data to deliver customized solutions that strengthen current adoption and drive growth across your territory

• Deeply understand state and district opportunities and challenges to deliver district account plans that provide data-driven, customized solutions to meet state and district needs, with the goal of growing business across your assigned territory

• Track progress against goals and meet or exceed individual targets that contribute to the state- and regional-level goals of expanding post-secondary opportunities for students

• Analyze and assess trends using College Board data sources in assigned territory, planning account activity that aligns with larger state and regional goals

• Drive consultative, solution-based sales cycles with district leaders, influencing long-term adoption decisions.

• Recommend territory and account prioritization to regional leadership, with supporting data and a clear rationale.

• Produce account plans, business reviews, and district proposals that are complete and ready for use, with manager feedback refining rather than rebuilding the work.

• Build and maintain knowledge and expertise in College Board program and service innovations as well as broader K12 educational trends

• Test and iterate on outreach and account approaches, and bring in practices from high-performing sales organizations inside and outside College Board
Manage Key Relationships (30%)

• Build and maintain strong relationships with key officials independently or collaboratively with colleagues while continuously identifying new opportunities to cultivate partnerships

• Conduct necessary outreach to existing, new and previous state/district partners

• Leverage strategic consultative discussions to plan and help conduct workshops and professional learning for K-12 constituent groups

• Coordinate with district leadership and internal CB teams to deliver support necessary to successfully implement selected CB programs and services. Clarify goals, roles, and next steps upfront with district partners and internal teams supporting implementation
Deliver Consistent Sales Data and Insights & Projects (20%)

• Utilize Salesforce CRM to monitor progress toward goals, account management, and opportunity management to support ongoing coaching as well as individual, regional, and divisional goal attainment

• Share wider sales strategies, insights and innovations regionally and divisionally to accelerate CB’s growth, reach, impact and culture

• Share effective sales practices with teammates and support newer colleagues in building their sales practice

• Seek and apply feedback from your manager, peers, and partners on account strategy and sales approach

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